The Client-centred Blog

Welcome to The Client Centred Blog; Free content that shares a fresh approach to thriving as a financial professional in a rapidly changing environment.

This blog has its foundation in a new understanding of the human mind that gives you the ultimate platform for creating better results, thriving under any circumstances and living the life you want.     

I invite you to explore the materials, reflect upon how it relates to you and your business and enjoy the benefits.

The inescapable truth about selling your services

Although the word ‘selling’ can conjure up negative thoughts in some people’s minds the fact is that all commercial businesses are selling products or services. Your ability to ‘sell’ your services is one of the most significant factors (if not THE most significant factor) in building a thriving practice. Yet for many advisers, it is…

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The most-read blog posts of 2019

I was looking back over 2019’s blog posts and I wanted to share the 5 most read with you again. You never know which ones are going to have the most reads and sometimes it can be a surprise. I enjoyed re-living the inspiration for each one and hope you enjoy them. Here are 2019’s…

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Should you take notes when in conversation with a client?

Should I take notes when in conversation with a client? This is a question that comes up regularly in my coaching sessions and group programmes and I think it is a good one. So, here are some thoughts on this. Clearly, an important part of the adviser and client relationship is the gathering and recording…

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Why not even Richard Branson can help you

What is stopping your business becoming a much better business? It is an interesting question to reflect upon, isn’t it? One of my clients, Noel, is an entrepreneur who has started several successful companies. His latest creation is a tech business in the financial sector, and it has gone from a start up to requiring…

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Selling financial planning – your job is not to convince people it’s for YOU to be convinced

How many people come dancing into your office asking you to create them a financial plan? It rarely, if ever, happens, right? No one wants financial planning, just like no one wants coaching. Usually, there is trigger event that leads a client thinking they want a financial product, or a financial issue solved. So, instead…

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Creating a client centred culture, not a numbers driven one

Do you lead a team of people? Do you want to get the best from them but avoid the downsides of pushing them too hard? It has often been said that ‘an organisations greatest asset is its people’. I believe this has to be true because without people there is no organisation. But there is…

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Turning clients away – is it good for business?

Towards the end of last year, I was privileged to be invited along to a focus group for a financial planning client of mine. A group of the firms clients had been invited along to a half-day event where an external marketing agency explored with the group a number of important questions, including: *Why they…

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Twice the productivity, with half the effort and none of the stress

Is twice the productivity, with half the effort and none of the stress a realistic goal for you and your business? And whether you think it is realistic or not, how much difference would this make to you? Many business people, if not all, are on the lookout for edges they can apply that will…

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The nature of problem-solving in business

I remember 1998 for a variety of reasons but one of them was it was when I first hired a business coach. This, in turn, lead to me more than doubling my income in 3 months. Something that had not previously not seemed possible in such a short space of time. So, how did it…

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Where do you find new clients?

What prompted this article was recently reading that 70% of advisers are actively seeking new clients. I know from working for myself for over twenty five years and working with dozens of my own clients that consistently bringing on new clients can seem a big challenge. Typical questions that people ask themselves when wanting to…

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